Law firm and business managers should be careful to minimize the impart of gender stereotyping when they evaluate male and female performance. They should not over-value the success of men and under-value the success of women by attributing male accomplishment to intrinsic factors but female achievement to extrinsic factors. They should also try not to be critical of women whose negotiation styles would be viewed favorably if employed by males but negatively when used by women.

Charles Craver is the Freda Alverson Professor of Law, George Washington University. Over the past thirty years, he has taught negotiation skills to over 70,000 lawyers and business people throughout the United States, Canada, Mexico, Puerto Rico, England, and China. He is author of The Intelligent Negotiator (Prima/Crown 2002) and Effective Legal Negotiation and Settlement (4th ed. 2001 Lexis).